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Your Sales Leads, Inc Powerpoint


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Business to Business Inside Sales Company - Our Business is Increasing Yours

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Your Sales Leads, Inc Powerpoint

  1. 1. YOUR SALES LEADS, INC Robin Bohbot, President dba LEADS
  2. 2. Our Mission <ul><li>LEADS was established as a direct result of the need for a professional inside sales service. </li></ul><ul><li>We increase our clients’ sales revenue by improving their pipeline of opportunities to acquire new customers. </li></ul><ul><li>We reduce overhead costs while increasing revenue. </li></ul><ul><li>We become our client’s inside sales team, which allows them to focus on their core business. </li></ul>
  3. 3. Why Outsource <ul><li>Outside salespeople are allowed to do what they do best – use their knowledge, presentation, negotiating and closing skills to close deals. When cold calling, lead generation and appointment setting is outsourced, outside salespeople are able to close more sales and increase the revenue of the company. </li></ul>
  4. 4. The Facts <ul><li>“ Between 1993 and 1997, fast-growth companies increased their use of outsourcing sales professionals by 18%; these same companies experienced a combined revenue growth of 738%.” ( Coopers & Lybrand ) </li></ul><ul><li>A 2001 study of 23,341 businesses by Cahners revealed that only 18% of any given sales person’s time was spent on prospecting for new clients. </li></ul>
  5. 5. Our Areas of Expertise <ul><li>Sales lead generation and qualification </li></ul><ul><li>Cold calling </li></ul><ul><li>Appointment setting </li></ul><ul><li>Customer relationship management </li></ul><ul><li>Market research </li></ul><ul><li>Qualifying requests for information </li></ul><ul><li>Outbound telemarketing </li></ul><ul><li>Lead generation services </li></ul><ul><li>Telemarketing sales </li></ul><ul><li>Presentation/Script Development </li></ul>
  6. 6. How We Do Business <ul><li>We work closely with our clients to provide a highly individualized, niche program custom tailored to their market. </li></ul><ul><li>We identify the target results of each campaign. </li></ul><ul><li>We develop the database by identifying the ideal customer profile to target in terms of size (number of employees or annual sales), vertical markets and industries, as well as the geographical area (zip codes, cities, counties, or states). </li></ul><ul><li>We develop the presentation based on the product/service benefits, specific offerings, values, etc. </li></ul><ul><li>We identify common objections and effective responses. </li></ul><ul><li>Each client is unique and our services are tailored to your needs – we work with you to determine how best to meet those needs.  Most importantly, our service is exclusive.  We do not represent competing products or services. </li></ul><ul><li>  </li></ul>
  7. 7. The LEADS Difference <ul><li>What makes our firm unique? </li></ul><ul><li>We are an inside sales service and not a telemarketing company. Telemarketing is a very effective tool in certain industries – typically used in business to consumer sales. Telemarketers generally use a script that is designed to elicit only a small range of responses. </li></ul><ul><li>Inside sales is a more sophisticated tool specializing in business to business sales. We deliver your product and service offerings, as well as the value they present, to potential customers. We integrate into your existing sales model and offer a seamless presentation that is viewed by your prospects as a fundamental part of your sales team. We create interest and demand for your product and service by engaging prospects in conversation – collecting pertinent information, discovering “pains”, evaluating their needs, and explaining the features and benefits that differentiate you from the competition. </li></ul>
  8. 8. How We Represent You <ul><li>The prospect we are calling on your behalf views us as an inside salesperson working from your office – it is a seamless and transparent presentation. We identify ourselves as “This is Mary with ____ (your company name)”. When a prospect returns our call, the number they are calling in on identifies that call as your company – so we can answer that call accordingly. </li></ul><ul><li>We take your reputation seriously. We understand that each call we make reflects your business. Each call is viewed as an opportunity to build a lasting relationship that will result in increased business for your company. </li></ul>
  9. 9. Our Staff <ul><li>LEADS does not hire telemarketers, we hire inside salespeople – individuals with the skills and qualities that enable them to engage prospects in conversation, navigate through gatekeepers and achieve success. </li></ul><ul><li>LEADS training program is on an individual basis – we retain our inside salespeople and have virtually no turnover. </li></ul><ul><li>LEADS also provides on-going training – with staff meetings every Monday morning. At this time, we discuss techniques to deal with common objections, success stories, etc. It is only through on-going training and constant feedback that each inside salesperson continues to grow and further hone their skills </li></ul>
  10. 10. Process of Engagement <ul><li>Client retains our services </li></ul><ul><li>Proposal Development Questionnaire </li></ul><ul><li>LEADS researches the company – utilizing the website as well as any information provided by the client </li></ul><ul><li>We schedule a “Discovery Phase” in which we go through a specific agenda we have developed and has proven successful (broad topics include – statement of work, expectations, communication, reporting, challenges and objections, differentiating factors, parameters of the project and timeline). </li></ul><ul><li>Database is provided by client or developed by LEADS (we do not charge an additional fee for database development). If database is developed by LEADS, the parameters of that database are determined by the client. If the database is supplied by the client, it must be in an excel format. </li></ul><ul><li>Presentation (script) is developed and sent to client for final approval. </li></ul><ul><li>Project is launched </li></ul><ul><li>The typical timeframe, from start to finish, ranges from two to six weeks, depending on the complexity of the project. </li></ul>
  11. 11. Proposal Development Questionnaire <ul><li>Purpose of project </li></ul><ul><ul><li>Launching new business unit or product (market research/product introduction) </li></ul></ul><ul><ul><li>Grow sales pipeline (lead generation/qualification) </li></ul></ul><ul><ul><li>Enhance efforts of outside sales representative (appointment setting) </li></ul></ul><ul><li>Approach to implementing a telesales project </li></ul><ul><ul><li>Ready to begin full scale operation </li></ul></ul><ul><ul><li>Test the concept by starting with a controlled pilot phase </li></ul></ul><ul><ul><li>Start with controlled pilot phase – goal to scale up the operation as quickly as possible </li></ul></ul><ul><ul><li>Utilize the telesales operation for one business unit with no intention of expansion </li></ul></ul><ul><ul><li>Short-term project for a specific campaign or period of time </li></ul></ul><ul><li>The target market </li></ul><ul><ul><li>Geographic Area </li></ul></ul><ul><ul><li>Size Company (employees/revenue) </li></ul></ul><ul><ul><li>Vertical Industries </li></ul></ul><ul><li>Target contact(s) within the target market </li></ul><ul><ul><li>Managers & Directors </li></ul></ul><ul><ul><li>Executives (VPs & Department Heads) </li></ul></ul><ul><ul><li>Senior Executives (SVPs, EVPs & Presidents) </li></ul></ul><ul><ul><li>CXOs (CEOs, CFOs, COOs, CIOs) </li></ul></ul><ul><ul><li>Other: ______________________________ </li></ul></ul><ul><li>Specific measurements of success </li></ul><ul><ul><li>Number of meetings with qualified contacts </li></ul></ul><ul><ul><li>Number of qualified opportunities in the pipeline </li></ul></ul><ul><ul><li>Number of closed opportunities </li></ul></ul><ul><ul><li>Closed business in terms of dollar value </li></ul></ul><ul><li>Number of sales representatives that will participate in the telesales operation </li></ul><ul><li>Client’s Level of Involvement as it relates to the management, measurement, and/or participation with the telesales operation </li></ul>
  12. 12. Opportunity to Benchmark Results <ul><li>Benchmark the success of the project </li></ul><ul><li>Specific metrics will need to be benchmarked prior to the telesales operation kicking off </li></ul><ul><ul><li>Current number of meetings with qualified contacts </li></ul></ul><ul><ul><li>Current number of qualified opportunities in the pipeline (per sales rep, territory, company) </li></ul></ul><ul><ul><li>Current pace for number of closed opportunities (for example, 3 opportunities close per month on average) </li></ul></ul>
  13. 13. The Discovery Phase <ul><li>Expectations: </li></ul><ul><ul><li>Statement of Work – lead generation, lead qualification, appointment setting, etc </li></ul></ul><ul><ul><li>Executive Expectations - short-term, mid-term, long-term </li></ul></ul><ul><li>Communication: </li></ul><ul><ul><li>Frequency and methods of interaction – how information is conveyed </li></ul></ul><ul><ul><li>Reporting – type of information required, if any </li></ul></ul><ul><ul><li>E-mail / Calendar set-up – access to server or internal back office support </li></ul></ul><ul><li>Challenges and Objections </li></ul><ul><ul><li>Any challenges in the industry today that would be beneficial for us to know </li></ul></ul><ul><ul><li>Typical objections from prospects / successful turnarounds </li></ul></ul><ul><li>Differentiating Factors </li></ul><ul><ul><li>Who is the competition? </li></ul></ul><ul><ul><li>What is your 30 second “elevator pitch”? </li></ul></ul><ul><ul><li>How do you differentiate your company in the marketplace? </li></ul></ul><ul><li>Parameters of Project </li></ul><ul><ul><li>Database Development – target prospect, territory, size company </li></ul></ul><ul><ul><li>DNC list </li></ul></ul><ul><ul><li>Qualification Process – qualifying questions </li></ul></ul><ul><li>Timeline of Events </li></ul><ul><ul><li>Next steps – develop talking points, review of talking points, projected start date </li></ul></ul>
  14. 14. Database Development <ul><li>Two Options: </li></ul><ul><ul><li>Client can supply the database </li></ul></ul><ul><ul><li>LEADS will develop the database </li></ul></ul><ul><ul><ul><li>Database will be developed based on clients’ parameters </li></ul></ul></ul>
  15. 15. Development of Presentation <ul><li>LEADS does not use scripts – we use talking points. </li></ul><ul><li>The presentation is developed based on information gathered during the Discovery Phase. </li></ul><ul><li>Client reviews and approves presentation prior to beginning the project. </li></ul>
  16. 16. Key to Success <ul><li>The key to success is communication. </li></ul><ul><li>Communication requires the investment of time, effort & energy. </li></ul><ul><li>It is an investment that both LEADS and the client makes. </li></ul><ul><li>COMMUNICATION = ROI </li></ul>
  17. 17. Feedback <ul><li>We become your inside salesperson and count on regular feedback from you. </li></ul><ul><li>Feedback is critical to the success of any project. </li></ul><ul><li>Continuous feedback results in increased opportunities and a higher ratio of “home runs”. </li></ul><ul><li>Feedback is an investment of time and energy that yields a high return. </li></ul>
  18. 18. Conclusion <ul><li>Our goal is to establish a long term relationship with our clients. </li></ul><ul><li>Every company is diverse but all have a common need – to reach a well-defined audience and generate sales. </li></ul><ul><li>Our business is increasing your business. </li></ul>
  19. 19. Testimonials <ul><li>&quot;LEADS is a great way to augment your sales force...and if you don’t have one, you’ll think you do.&quot; </li></ul><ul><li>Ed Kohorst, CEO USE, Inc. </li></ul><ul><li>&quot;We have used other appointment setting companies and had less than favorable results. We hired LEADS about 9 months ago as our inside sales team for setting appointments and have not looked back. We can count on LEADS to set quality appointments that meet our requirements and allow our sales force to focus on doing what they do best - selling. We get excellent opportunity detail and call reporting and we have been able to easily justify the expense due to our increase in sales. Keep up the great work!&quot; </li></ul><ul><li>Robert Hayes, President BrokerTel, Inc. </li></ul><ul><li>&quot;We’ve been with LEADS since September 2004 and my only regret is I did not do it sooner. Robin and her staff have simply turned around my business and more than that the response from my clients has been equally pleasing. I have been complimented on my ‘inside salesperson’s’ professionalism and their approach in setting up appointments for my business. I have recommended them to several people I know who in turn have contracted their services. Keep up the good work.&quot; </li></ul><ul><li>Mark Lazarow, President Advanced Time Clocks </li></ul><ul><li>&quot;We find Leads to be very consistent in the quality of appointments made for our organization.&quot; </li></ul><ul><li>Dan Prescott, President Prescott Benefits   </li></ul><ul><li>“ When we first engaged LEADS they took the time to understand our business and, as a result, we consistently are amazed at how qualified the appointments are that they book for us.  The cost of their services has been paid for many times over with sales we have closed through them.  They are a critical component of our sales and marketing efforts and we plan to continue using them for years to come.” </li></ul><ul><li>Scott Ryan, President Architel Managed Services </li></ul><ul><li>“ DFW Movers has found that the sales lead information provided by LEADS is very accurate.  Customers are waiting for us to call to set an appointment to service their needs.  Keep up the good work!” </li></ul><ul><li>Neal Ingle, President DFW Movers & Erectors, Inc </li></ul><ul><li>“ Our organization provides claim investigative services for hospital Credit & Collection departments. Over the years, we found it extremely difficult to not only reach the decision maker, but nearly impossible to get in front of him or her. LEADS not only helped us to find the decision maker, but was extremely successful in setting appointments which enabled us to present our services to the right person. What our former Marketing Representative was unable to do, LEADS accomplished in half the time, and at one-third the expense. LEADS has the know-how and tenacity to do what we could not do on our own.” </li></ul><ul><li>Thomas P. McGurn, President Legal Financial Recovery Services, Inc </li></ul>
  20. 20. Thank you <ul><li>We look forward to working with you </li></ul><ul><li>LEADS </li></ul><ul><li>Robin Bohbot, President </li></ul><ul><li>972-250-3570 </li></ul><ul><li>[email_address] </li></ul><ul><li> </li></ul>